Client Relationship Executive - New England

You are as unique as your background, experience and point of view. Here, you’ll be encouraged, empowered and challenged to be your best self. You'll work with dynamic colleagues - experts in their fields - who are eager to share their knowledge with you. Your leaders will inspire and help you reach your potential and soar to new heights. Every day, you'll have new and exciting opportunities to make life brighter for our Clients - who are at the heart of everything we do. Discover how you can make a difference in the lives of individuals, families and communities around the world.

At Sun Life, we look for optimistic people who want to make life brighter for our Clients. We understand the value of diverse cultures, perspectives, and identities, and want you to bring your full and authentic self to work. Every day, you’ll be empowered and challenged by working with dynamic colleagues to find new and innovative ways to make Sun Life the best benefits company in America. 

The opportunity: 

The Client Relationship Executive (CRE) is responsible for the overall relationship and financial management of a portfolio of group benefit clients. This position is a key account management and revenue generating resource for policyholders, brokers and the Sun Life organization. This position is focused on internal and external partnerships and strategies that will result in long term growth and persistency.

How you will contribute: 

The Client Relationship Executive represents the entire range of employer and employee-paid Sun Life products and services to the marketplace. The CRE will proactively seek opportunities to increase revenue; both organically and through cross-sell opportunities. The CRE is a trusted advisor to the broker/policyholder and educates and trains their client while maintaining the perspective of the client and Sun Life.

The CRE will respond to the client’s needs through strong internal collaboration and partnerships.

Specific Accountabilities

• Establishes and maintains excellent working relationships with brokers and plan sponsors for their life, dental, disability and other supplemental health or group benefit plans and program by providing end to end business solutions, education and service
• Collaborates with Sun Life personnel, including sales, support, service, and management resources, in order to meet client’s expectations. Proactively provide value-added solutions while meeting growth and persistency objectives and managing client’s expectations
• Meets assigned targets for growth (including cross-sell) and persistency. Establish and take ownership of a business plan to focus on block management, growth and development.
• Proactively assesses, clarifies, and validates client needs on an ongoing basis. Uses client needs to propose innovative solutions to address unique needs. 
• Develops and maintains excellent working relationships with internal service departments to oversee resolution of issues, identification of root cause and participation in creation of solutions
• Participates in Finalist presentations, representing the Sun Life account management and service value story in a consistent and confident manner 
• Partners and collaborates with territory EBR to ensure a mutual understanding of territory goals and objectives. Consistently communicates with EBR partner on execution plan to meet the territory goals and objectives.
• Partner with Implementation Consultant to ensure a seamless implementation in which all questions and concerns can be addressed proactively on the front end
• Lead installation calls/visits at the completion of implementation so that plan sponsors know how to administer their benefits; Drives a great first impression of Sun Life
• Partners with the Enrollment team to strategize on enrollment and re-enrollment needs and opportunities for client. Builds communication plans to incorporate the broker in the enrollment process.
• Conducts consistent, proactive education/outreach communication with brokers/client in the form of in person meetings, scheduled callouts, email, conference calls, webinars, etc. Creates value in content and delivery to the external market.
• Trains BAs on Sun Life administrative processes and industry related updates that impact their benefit administration practices.
• Conducts regular case reviews with internal departments as well as with the client, reviewing claims experience and administrative processes
• Accountable for the renewal process for assigned block of business reviews all experience information and other relevant client information (rate actions and service history) to prepare comprehensive renewal recommendations and offers insights to cross sell opportunities. Partners with the EBR to establish a renewal action regarding communication to the broker and client.
• Acts as the liaison for agency partners and internal team; display active listening skills and bridge relationships between Policyholders and Home Office partners to lead the team to find creative solutions in selling, problem solving and team building
• Uses Salesforce to manage business and ensure all relevant client and broker activities are documented. Creates and maintains data within Salesforce to effectively manage new business as well as inforce clients.
• Utilizes/updates administrative systems/platforms when applicable
• Adhere to all corporate policies including those related to travel and entertainment expenses
• Travel Required: 20% of time depending on the territory

Leadership, Communication & Relationship Management

• Displays integrity through transparency, honest dealings, predictable reactions and well-controlled emotions. Demonstrate the ability to be fair and consistent in all professional dealings. Regularly acknowledge each team member’s contributions and successes to the team.
• Takes ownership of action and thought. Understands value in partnership and displays a strong knowledge of the culture of Sun Life, of the market, their clients and brokers
• Relationship management skills: demonstrated ability to build and foster productive and healthy relationships with sales and home office partners
• Addresses conflict by working with others to resolve differences in a professional and productive manner
• Partner closely with field sales partners, client advocate partners and home office staff. Foster strong relationships based on trust, open and honest dialogue
• Maintain and represent the integrity of our organization while balancing the needs of the client
• Demonstrates Personal Value/Personal Value Statement
• Ability to independently organize and prioritize daily/weekly working structure to meet business activity goals and client needs
• Ability to communicate to client how to most effectively work with Sun Life to foster more BA self service capabilities.
• Business planning; establish and successfully execute a proactive contact strategy
• Effectively develop and deliver a written and elevator pitch: Company, Product and Self 
• Positioning statements for ensuring future growth opportunities

• Demonstrated presentation, interpersonal and communication skills
• Persuasive negotiation and influencing skills
• Effective listening skills; note taking, recording data
• Proven consultation and client management relationship skills
• Demonstrates resilience by reacting positively to changes and maintains poise, focus and flexibility when encountering difficulties or obstacles
• Client focused; able to develop and drive a client relationship management strategy independently; demonstrates drive for results
• Adept at project management and multi-tasking
• Superior Collaboration Skills
• Results oriented/goal driven
• Self-starter; able to work successfully both independently and interdependently within a team environment and within a mobile environment
• Strong analytical, mathematical and problem solving skills;
• Solid comprehension of product pricing, profitability and risk/underwriting rules/guidelines; renewal positioning
• Prior Absence experience is encouraged
• Ability to work with a diverse range of people

What you will bring with you: 

• 4+ years industry experience; Employee Group Benefits industry and/or knowledge of Group Employee Benefit design
• College degree; preferred
• Current insurance license; a plus
• Basic awareness of competitor products

Do you see yourself in this role even if you haven’t checked all the boxes above? We welcome all talented candidates and are committed to a culture that represents diversity in all forms. If you think you might thrive in this setting, we would love to hear from you. 

Not ready to apply yet but want to stay in touch? Join our talent community to stay connected until the time is right for you! 

Life is brighter when you work at Sun Life 

• Excellent benefits and wellness programs to support the three pillars of your well-being – mental, physical and financial – including generous vacation and sick time, market-leading paid family, parental and adoption leave, a partially-paid sabbatical program, medical plans, company paid life and AD&D insurance as well as disability programs and more 
• Retirement and Stock Purchase programs to help build and enhance your future financial security including a 401(k) plan with an employer-paid match as well as an employer-funded retirement account
• A flexible work environment with a friendly, caring, collaborative and inclusive culture
• Great Place to Work® Certified in Canada and the U.S.
• Named as a “Top 10” employer by the Boston Globe's “Top Places to Work” two years running 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. 

If you are a California resident, the salary range for this position is: 

• Southern California region: 85,900-128,900 annually

• Central California region: 90,600-135,900 annually
• Northern California region: 96,800-145,200 annually

If you are a Minnesota, Colorado or Nevada resident, the salary range for this position is 82,000-123,000 annually

If you are a Connecticut or Maryland resident, the salary range for this position is 85,900-128,900 annually

If you are Washington or Rhode Island resident, the salary range for this position is 90,600-135,900 annually

If you are a New York resident, the salary range for this position is 96,800-145,200 annually

We consider various factors in determining actual pay including your skills, qualifications, and experience. In addition to salary, this position is eligible for incentive awards based on individual and business performance as well as a broad range of competitive benefits. 

Sun Life Financial is a leading provider of group insurance benefits in the U.S., helping people protect what they love about their lives. More than just a name, Sun Life symbolizes our brand promise of making life brighter -for our customers, partners, and communities. Join our talented, diverse workforce and launch a rewarding career. Visit us at www.sunlife.com/us to learn more. 

At Sun Life we strive to create a flexible work environment where our employees are empowered to do their best work. Several flexible work options are available and can be discussed throughout the selection process depending on the role requirements and individual needs.

Our Affirmative Action Program affirms our commitment to make reasonable accommodation to the known physical or mental limitation of otherwise-qualified individuals with disabilities or special disabled veterans, unless the accommodation would impose an undue hardship on the operation of our business. Please email [email protected] to request an accommodation.

At Sun Life we strive to create a flexible work environment where our employees are empowered to do their best work. Several flexible work options are available and can be discussed throughout the selection process depending on the role requirements and individual needs.

Sales - Client Relationship Management

01/12/2024

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.